Wholesale & Distribution International - Spring 2017 - 55
SUMMIT SALES INC.
manufacturers in select markets. One example is Insinkerator,
which it added in 2015 in its western Missouri and Kansas markets, but not eastern Missouri and southern Illinois, he adds.
The company's current product lines include Delta Faucet,
Fluidmaster, Peerless Faucets, Watco, Woodford, Milwaukee
Tool, Brizo Faucets, Mr. Steam, Bootz, Maaz/Aker, Insinkerator
and Fairmont Designs. Earlier this year, Summit Sales added
Blue Angel Pumps across its entire territory. "I'm proud that
we've been able to maintain relationships with many manufacturers for a long time," Zeller says.
GROWTH PAYS OFF
Summit Sales has enjoyed very little turnover since its founding. "I think we've had three people in our 30-plus years in business quit or leave the company," Davenport says.
Davenport credits the company's staff stability in part to its
compensation program. Summit Sales maintained this structure even during the Great Recession of 2008/2009. "We did
not have to let anybody go; everybody kept their jobs," he adds,
noting the company's principals adjusted their salaries. "Our
people kept the main benefits we offer, and no one had their
salary cut or lost any pay."
Summit Sales' compensation plan offers base salaries as well
as a plan that rewards salespeople for growth in not just their
personal territory, but in the company as a whole. "Our salesperson in Wichita will be rewarded for hitting sales targets for
companies we represent in Wichita, but if our reps in Kansas
City and Springfield, Mo., also hit territory goals, they will earn
additional compensation for hitting the market goals set for
Kansas and western Missouri," Davenport says.
The program - which was developed by Southwest Sales, a
representative agency in Texas and also used by a company in
Atlanta - encourages teamwork while also noting individual
achievement. "This has been a very successful program for us,"
he adds. "Regardless of where they are located, everyone in the
company works together to grow all of our product lines we
represent, and they get paid for it."
All of Summit Sales' inside and outside sales staff recently had
the opportunity to take a leading role in the renovation of the
company's headquarters space. "We felt we needed a change in
atmosphere to enhance the mood of our company," Davenport
says, noting the move followed the passing of Kaczmarczyk in
2015 and another long-term employee in 2016.
The office was fully gutted, and workstations and carpets
were replaced. Employees helped pick out their new workstations and received new phones and computers. "Everything we
did was to give them the feeling that they are an important part
of the company," Davenport says. q
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